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Software On-demand business models struggle to achieve sustainable growth and profitability. Our team has been recognized as a leader in this industry and our executives frequently speak at leading conferences addressing the Software as a Service model. We have developed a unique talent management framework that challenges conventional HR thinking and delivers long term bench strength to these leading edge companies.Success StoryPoint of PainA mid-size Software as a Service (SaaS) business struggled with attracting and retaining the right talent and defining a compensation strategy pegged to market drivers. There was almost no visibility to sales forecasting and customer buying patterns and metrics. As a result assessing customer profitability was almost impossible. Solution Forward Hindsight took an enterprise approach to address both problems. First our team mapped the lead-to-cash business flow and redlined the gaps that highlighted the inefficiencies in the existing systems and business processes. Next, we overlaid the business flow with the organizational structure to uncover human capital deficiencies. We partnered with the client to implement a two-pronged solution. The rollout of an on-demand CRM system that helped change sales behavior and accountability and the implantation of a robust performance evaluation process tied to market compensation and job leveling. Both solutions were integrated and resulted in a significant talent pool upgrade and new visibility and accountability to the sales process. Today the client’s overall sales and talent retention are on the upswing. |
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